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Sales Manager

Location:
Orion charter Township, Michigan, 48360, United States
Posted:
November 26, 2017

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Resume:

MICHAEL G. LAMBIE

Mobile: 248-***-**** **** SOLAR DRIVE, LAKE ORION, MI 48360 Home Email: ac3hne@r.postjobfree.com

Home: 248-***-**** Linked-In Profile: http://www.linkedin.com/in/mikelambie

PROFESSIONAL SUMMARY

Positive Change Maker always making an impact

Innovative, disciplined, organized, energetic, focused, driven, process oriented, dedicated professional

Continuously demonstrating a belief and duty to achieving success and exceeding expectations

Prospecting Expert / Technology Minded Business Development Professional

15+ years B2B & B2C sales, marketing, product management, strategic planning experience

10+ years Engineering, Operations, with very strong Program Management experience

Excellent computer skills. SAP, DAPTIV, Expert in Excel, Salesforce.com, ACT, PowerPoint, Word, Project…

EDUCATION

BS, General Engineering, U.S. Naval Academy

MS, Nuclear Engineering, U.S. Naval Reactors

Miller Heiman, Large Account Management Process

Miller Heiman, Strategic Sales Process

US Navy Nuclear Power and Submarine School

Trident Reactor Design, General Electric (KAPL)

Digital Equipment Corp. Software and Hardware

Guru Expert System Software Development Course

WORK EXPERIENCE

Meritor WABCO, Troy, MI, Director Specialty Business Development 2017- Present

Responsible for sales, marketing and product development in the specialty commercial vehicle segment including agricultural, utility, construction, transit, motorcoach, emergency vehicle and motorhome vehicles. Special assignment to correct an under-performing market segment.

Identified $20M in low hanging fruit in the first 3 months in a segment that represented $17M.

Meritor WABCO, Troy, MI, Director of Marketing/Strategic Planning 2012 to 2017

Responsible for marketing communications, product marketing, trade shows, customer events, market studies/surveys, media contact, advertising, press releases, social media, and 5 year strategic planning for all Meritor WABCO products.

Established Fleet Advisory Council. Instrumental in obtaining candid customer feedback on ADAS product improvements, increasing fleet buy-in and using customers to influence prospects. Vastly successful in improving Voice of Customer, customer testimonials, and real world efficacy metrics.

Created “1 Second” video for the OnGuard Collision Mitigation System. Highly praised and effective communication tool for advancing the message of safety systems necessity.

Increased tempo of market communications 100%. Ad equivalency: 1st year/doubled, 3rd year: up 4x.

Developed electro-mechanical simulator showing benefits of ADAS in non-Ride and Drive situations.

Developed Hollywood type effects, ride and drive demonstration with the use of a fog generator to illustrate a key differentiator in low visibility, creating immense buzz for our OnGuardACTIVE Collision Mitigation System

Developed Technology Trailer with touch screen video monitors and sound isolation domes for simultaneous non-interference multiple presentations. Trailer tours nationwide to 100’s of dealers nationwide pulling in 1000’s of smaller fleets that our sales force does not get to.

Instituted strategic product planning process with product marketing plan updates. Successive 5 year strategic plans have resulted in annual growth exceeding 8%.

Extensive use of big data, utilizing multiple databases to develop target customer profiles.

Meritor WABCO, Troy, MI, Aftermarket Sales Department Manager 2009-2012

Responsible for pricing, planning, forecasting and sales of Meritor WABCO aftermarket, reman, and retrofit products.

Improved profitability by 100%, increased revenue by 100+% over 3+ years.

Developed new business model for electronic parts involving dealer downloading final software to make specific parts. Reduced warranty costs, improved margin, improved part availability and reduced part inventory.

Developed forecasting model determining seasonality of parts, predicting annual volumes & obsolescence.

Established retrofit strategy with core management strategies, analyzed install bases, & identified parts for reman

Developed managed margin strategy for key products reducing customer total cost of ownership and warranty costs.

TomTom / Tele Atlas, Amsterdam, Netherlands 2007 to 2009

Sr. Global Product Marketing Manager, Advanced Driver Assistance Systems & Truck Navigation Systems. Responsible for new digital map data products supporting Advanced Driver Assistance Systems such as Adaptive Cruise Control, Predictive Cruise Control, Smart Braking, Predictive Lighting, Lane Departure Warning/Keeping, Predictive Stability Control, and High Occupancy Tolling as well as Heavy Truck specific maps for navigation.

Developed ADAS Digital Map Data Strategy.

Development agreements put in place with Freightliner, Mercedes Benz Truck, and Scania

Launched product with BMW USA for adaptive front lighting and predictive cruise control

Resurrected the underperforming Fleet Logistics map product

Vastly improved quality by working with global transportation agencies in identifying truck related restrictions

Launched truck navigation product with Mercedes Benz Truck

Meritor WABCO, Troy, MI, Product Manager, Driver Assistance Systems 2003 to 2007

Responsible for bringing Meritor WABCO’s family of Active Safety Driver Assistance System products to the commercial vehicle market.

Fatigue Monitoring

Adaptive Cruise Control

Collision Mitigation Systems

Blind Spot Detection

Lane Departure Warning

Back Up Detection

Developed ADAS Strategic Product Plan targeting of “early majority” / safety challenged heavy vehicle trucking fleets.

Conducted extensive survey and evaluation of ADAS supplier’s worldwide for development of partnering strategy.

Set the table for Meritor WABCO to be the leader in Integrated Safety Systems, advisor on accident safety and crash solutions while making OnGuard the number one selling collision mitigation system in North America.

Prior to 2003

MAGELLAN DRIVER INFORMATION SYSTEMS, ROCHESTER HILLS, MI

Director, Marketing, Sales and Product Management, Vehicle Navigation. Managed staff of 9 applications engineers, inside sales, marketing communications, & Regional Sales Managers managing 7 manufacturing representative groups.

Promoted directionally challenged male concept to the Oprah show. Morphed into the “Technology Challenged Female”. Propelled national product exposure via TV and Radio on various audio and Car-Enthusiast related shows.

Improved sales by aligning focus on higher probability “work force automation” markets with revised distribution.

Doubled retail sales in 6 months. Work Force Automation strategy and retail efforts doubled previous year’s sales and expanded the current fiscal year forecast over 600%.

Expanded the Hertz NeverLost rental fleet 500%. Established portable navigation projects with Avis & Dollar/Thrifty.

Lead efforts to private label with Auto OEMs. Created JV with Magna International called MagnaWorks.

MANNING VENTURES, KENT DISPLAY SYSTEMS, INC., KENT, OHIO

Vice President, Sales and Marketing / Interim COO. Responsible for global business development, marketing, and sales for Cholesteric Liquid Crystal Displays (ChLCDs) and all aspects of flat panel display manufacturing, finance, and subcontracting.

Changed to contract manufacturing strategy. Concentrated efforts in refining and developing high yield processes with strategic manufacturing partners providing both high and low resolution capabilities.

Developed relationships with Ohio Art, Fisher Price, Little Tikes, Rubbermaid, and Next Step in development of LCD based toys leading to the Boogie Board™.

Developed relationship with USB thumb driver manufacturers (Kensington and others) for display based devices.

Established joint developments with select TV & Audio remote control suppliers (All-in-One).

Conducted market study for Rupert Murdoch, News Corp. for electronic newspaper reader.

Won major developments for cellular phones with Nokia and Motorola.

MANNING VENTURES, OIS OPTICAL IMAGING SYSTEMS, INC., TROY, MI

Director, Marketing & Sales. Responsible for national & international business development, marketing and sales of Active Matrix Liquid Crystal Displays (AMLCDs).

Dominated airplane cockpit instrument market by leading winning proposal teams for development of AMLCDs for new start and retrofit airframe programs such as F-22, F-18, Space Shuttle, Boeing 777, and DC9.

Proposal/Account Manager for Apple’s advanced display PowerBook™ Notebook with full color screen.

Conducted joint development with GM/Delco for concept car next generation auto instrument panel.

ARINC RESEARCH CORPORATION, ANNAPOLIS, MD

Program / Marketing Manager. Identified as a key employee and assigned responsibility for leading the corporate marketing effort in developing and promoting artificial intelligence software solutions to DoD entities for conducting equipment prognostics.

Managed knowledge engineers, system engineers, and software programmers for a $10M corporate critical software development US Navy project that utilized rule based artificial intelligence in predicting submarine equipment failures.

Identified customer information processing needs, coordinated information security requirements, completed all required Software and Hardware Life Cycle Documentation, and lead the preliminary hardware, communications, and database design for a $25 million dollar Financial Management Information System at the Pentagon.

U.S. NAVY, NUCLEAR SUBMARINE FORCE

Staff Officer, CHIEF OF NAVAL OPERATIONS, Pentagon, Washington, DC. Responsible for analyzing, negotiating, and implementing personnel requirements for all nuclear related, covert and politically sensitive DoD and non-DoD government agencies. Successfully interacted with senior officials on politically sensitive and classified matters. Held SBI Clearance (higher than Top Secret)

Negotiated with State Department to rebuild the Soviet Embassy after the electronic bugging incident

Negotiated with National Security Council regarding manpower for El Salvador covert operations.

Picked to be the first Nuclear Engineer Qualified Navigator for the USS Parche, Special Operations Submarine

NUCLEAR POWER DIVISION OFFICER, USS OHIO PRECOMMISSIONING UNIT / USS OHIO (SSBN 726 BLUE, Bangor WA / New London CT. Selected as a member of the elite Plank Owner crew of the 1st TRIDENT Submarine at Electric Boat Shipyard for construction, sea trials, and post commissioning. Numerous individual citations for superior performance. Consistently rated top 1%. Specific assignments were:

Assistant Engineering Officer

Reactor Control Officer

Chemical Radiological Controls Officer

Quality Assurance Officer

Electrical Officer

Ship’s Training Officer

Officer of the Deck

Physical Fitness Coordinator

Engineering Officer of the Watch.

PAPERS, PRESENTATIONS & PATENTS, AWARDS

Contributing Author Federal Motor Carrier Safety Administration ADAS Specifications

Awarded Patent on Location and Time based Vehicle Telematic and Non-Telematic Advertising

Author, LCD Business and Technology, Forbes Magazine, Dec 95 and Scientific American

Co-Author/Technology Paper presenter, 1994 SPIE Avionics FPD Technology Conference.

Co-Chaired the 1993 & 1994 Military Display Workshops.

UCLA guest lecturer for FPD technology

NCAA Division 1 Athlete, Wrestling and Cheerleading – USNA

US Naval Academy Brigade Honor Secretary

Nebraska State Runner-up (twice), 4-year state qualifier, 3-year Team Captain – Wrestling



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